Commercial Archives • Passodue

Multi-stakeholder negotiation: when the salesperson has to multitask

When a bride-to-be goes through the “ritual” of choosing her wedding dress, her mother, mother-in-law, the bride’s best friend, the father (who is usually expected to pay for the dress) and other guests such as her grandmother, a wise aunt and so on are usually all present. How will our salesperson have to behave to convince the entire “purchasing team”?

22/04/2024

Professional abilities

Business phone calls: 10 mistakes to avoid

We have created a simple vademecum providing guidance on business phone calls, which includes a set of guidelines to avoid mistakes on the phone.

18/10/2021

Sales Ethics

Melting the ice: tips for your first meetings with clients

During your first meetings with clients the best thing to do is not to treat them as such. In the initial stage, forget you want to sell anything and concentrate only on the person in front of you.

24/05/2021

Best of effective emails

Writing effective e-mails: the ten mistakes you need to avoid

We all receive and write a growing number of e-mails. This method of communication is really dominant at this point; our in-boxes overflow with messages of all sorts, some important, others eliminated without even being opened. In this article we’re going to concentrate on the mistakes to avoid so as not to end up directly in the trash.

01/02/2021

Best of sales calls

Cold calling: soliciting new business

In this article we are going to examine the 4 elements we consider strategic for designing and implementing successful telemarketing activities, and see how to combine them to achieve even more effective results.

13/07/2020

Best of commercial management

Sales performance analysis: let’s start “from the bottom”!

Much of our work as consultants consists in developing the commercial activity of our corporate customers. We examine and verify their business performances and assess their results not only in terms of revenue.

15/07/2019

Best of ethical leadership

Manual for Ethical Leaders – Chapter 2: Meetings

Unproductive meetings are a massive waste of time and – as we know – in business wasted time also means wasted money. Therefore it's essential that the cost/benefit ratio is well balanced when organizing a meeting! Here is a list of questions ethical leaders should bear in mind when organizing a meeting.

17/06/2019

Professional abilities

B for Benefits

What is the difference between a boring seller and a brilliant seller? What are the advantages, how to use them and make them explicit?

15/10/2018

Best of commercial management

Activating new business: our secrets for finding new customers

By Alice Alessandri and Alberto Aleo Finding new customers and sales opportunities is one of the most difficult and challenging activities that companies and professionals have to tackle. In our courses and when providing consultancy the question “How can I increase my…

17/10/2016

Best of commercial management

The Engineer’s magic blackboard: a case study

An interesting case study illustrates how a simple blackboard can become a powerful tool to motivate the sales team.

01/02/2016

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